Yuto Hase, the Asia-Pacific sales director of Sanritsu Steel, is no stranger to China. Pen @ fun @ pavilion wWw. ｂｉｑUｇE。 InfoTwo years ago, China's Nanjiang province was interested in introducing a hot rolling mill production line from Sanli Steel, and Yuu Hase, who was the chief negotiator for the project, made several trips to both Beijing and Nanjiang. At that time, Feng Xiaochen was still helping to move drawings in the Nanjiang Metallurgical Hall, and Yuto Hasei naturally didn't know that inconspicuous temporary worker.

Yuto Hase, who positions himself as a pure businessman, has one of his favorite sayings: "Friendships last forever, contracts are unforgiving." When it is necessary to pull a relationship, he can talk about the friendship between the two parties for a long time, making people think that he is a hereditary nymphomaniac. And when it comes to interests, he can turn his face and deny his account, and he can cheat others for a dime, and he will definitely not just pit nine points and give up.

The rolling mill project of Nanjiang Iron and Steel Plant would not have been the result it did. In the beginning, Sanli Steel's engineers designed a simple production line, and the expected price was about $300 million. After meeting with the Chinese negotiators, Yuto Hasei found that the other side did not understand the development of metallurgical technology in the modern West and had a blind admiration for Japan, so he took it upon himself to add a large number of things to the plan that the Chinese side did not need, including a tall steel rolling plant and so on. In fact, this kind of plant can be completely handed over to the owner to build by himself, and the equipment manufacturer only needs to put forward some technical requirements and provide a few key equipment.

At that time, it was not that no one on the Chinese side discovered the problem, for example, Lu Jianyong, an engineer from the Nanjiang Metallurgical Department, questioned this problem, but Yuto Hasei directly threw out a few concepts, and Lu Jianyong was confused, so he did not dare to continue to entangle.

Negotiations on that project are going so well that if it weren't for the abrupt redirection of China's top brass to reduce the size of the infrastructure, the contract would have been signed and workers at Sanli Steel would have been helping to build a new building at the Nanjiang Iron and Steel Plant.

In order to reduce the budget of the entire project by 40 million US dollars, the Chinese side re-examined the drawings provided by the Japanese side, and unexpectedly found that the equipment actually included the toilet in the factory, and the price was expensive. This discovery angered the top management of Zhongguang, who flatly refused to continue the negotiations and instead signed a new contract with the West German company Klinz.

Regarding the inside story of this matter, only the negotiation team led by Yuto Haseki knew that the top management of Sanli Steel did not particularly know about it, which allowed Yuto Haseto to avoid a reproach. After that, Yuto Hase's move to Southeast Asia and successfully marketed a rolling line in Thailand, which also included a gorgeous set of dressing room equipment, making enough money for the black heart. As soon as the complacent Yuto Hasei returned to Japan, he received a new assignment to go to China to negotiate with the Qinzhou Heavy Machinery Factory to obtain authorization for a series of new steel rolling technologies, including slab fixed width side pressure, intermediate belt slab edge heating, cross roll plate shape control, etc.

"What do you say, get authorization for new steel rolling technology from China, you don't have a fever, Ota-kun!"

Yuto Hase's first reaction after hearing this task was to jump up and question the company's technical director, Osamu Ota.

Osamu Ota looked like a well-mannered scholar, wearing gold-rimmed glasses and meticulously combed hair. Seeing that Yuto Hase's reaction was so strong, he also grinned bitterly and said, "We were too careless." In fact, we have already put forward the concept of slab fixed-width side pressure, but because the technology is not mature enough, we have not released it for the time being, nor have we applied for a patent. Who would have thought that the Chinese did not know where they learned about this idea, and actually submitted a patent application before us, so that if we want to use this technology, we have to ask the Chinese for authorization. ”

"Didn't the company find out who leaked our technical secrets?" asked Yuto Hase.

Ota Shudao: "We can't think of any way for the Chinese to steal our secrets, maybe it can only be explained by coincidence." There are several aspects of the plan proposed by the Chinese that we have not thought of, and it does solve some of the technical problems that have been bothering us. From this point of view, I personally believe that the Chinese should have come up with these ideas independently. ”

"Well, it's inevitable. Yuto Hase's tone softened a little and said: "After all, the Chinese also designed rolling mills, and although the Soviet technology they inherited is outdated, it is understandable that there are some innovations in individual aspects, and Ota-kun does not have to blame himself." ”

Osamu Ota was not so relaxed, he said: "This time, the design ideas put forward by the Chinese are not one or two, but as many as a dozen, and they are self-contained, which has formed a strong impact on our traditional design ideas. After the Chinese's article was published, I spoke on the phone with several colleagues in the United States and West Germany, and they all said that they were very shocked, and they felt the same as me, that is, they did not dare to design a new rolling mill. ”

"What do you mean?" Yuto Hase, wondered.

"What I mean by this is that these new ideas represent the direction of mill design, and if we don't take these ideas and design them in the traditional way, these mills will quickly become obsolete. Osamu Ota said.

"Is it so powerful?" Yuto Haseki said in surprise, "Ota-kun, can't we come up with some new methods ourselves to bypass their patents?"

Ota Shudo: "Of course you can, but it will take time. These patents they applied for happen to be a logical extension of our existing technology. If we are going to circumvent these patents, then we have to find another way, which will take time. At present, the view of all rolling mill manufacturers is basically the same, that is, we should seek authorization from the Chinese, first survive this period, and at the same time develop our own technology until we can not rely on these patents. ”

"This is really too passive!" Yuto Hasei muttered, and then he swore again, "Ota-kun, don't worry, I will go to China immediately, and I will use the shortest time to persuade the Chinese to grant us the patent." ”

Osamu Ota advised: "The company's bid is that the licensing fee for each production line will not exceed 5 million US dollars, and we need all of these dozen patents to be licensed." ”

Yuto Haseki said with a smile: "If this is the condition, then you can negotiate with a newly recruited salesman to go to China." Since the company sent me, then I would never offer such a high price to the Chinese. $5 million should be an unlimited grant fee, and possibly even a patent assignment. ”

"Isn't that too harsh?" Osamu Ota said worriedly, "The value of these technologies cannot be overestimated. If our company proposes it, then the licensing fee of 20 million US dollars for a production line is not much. However, the Chinese have only applied for patents for this design idea, and some technical details have not been solved, so these patents are in their hands and cannot play a role. But you have a good talk with them, and I think they can accept the licensing price of 5 million for a production line. As for the price of a direct transfer, this is a blasphemy of technology, and I am not in favor of it. ”

"Haha, Ota-kun, you are a gentleman, and I am a businessman. Yuto Hase, in a tone of lesson, said, "Friendships last forever, but contracts are unforgiving. In my mind, only the interests of the company are paramount, and nothing else concerns me. I know the Chinese very well, all they need is an honor, as long as I give them enough respect, they will be proud that their technology can be accepted by Sanli Steel, as for the licensing fee, it is not the focus of their concern. ”

"Well, I'm really just a technician. Osamu Ota said helplessly. Sanli Steel is a company that respects technology very much, and the salary received by Osamu Ota is very high, and the chairman of the company is also respectful when he sees him. However, Osamu Ota knows that when it comes to the interests of the company, the chairman trusts and values people such as Yuto Hase, because only they can bring the greatest profits to the company. Since Yuto Hasei firmly believes that he can get the patent from the Chinese at the price of buying cabbage, what right does Osamu Ota, as a member of Sanritsu Steel, have to ask him not to do so?

With the expectation of completing the task excellently, Yuto Hasei and his entourage Maya Yoshioka flew to the capital, met with Xu Wenliang and Cui Yongfeng and their entourage at the Beijing Hotel, and began negotiations on technology licensing.

"Mr. Xu, Mr. Cui, allow me to congratulate you on your epoch-making achievements. ”

Yuto Hase's opening with an extremely lyrical expression, supplemented by a large 90-degree bow, made Xu Wenliang, Cui Yongfeng and others, who were sitting across the conference table, quickly get up and return the salute.

"Mr. Hase-chan was so polite, we just came up with some new ideas, and we were honored that they did not expect to attract the attention of a world-class company like Sanli Steel. In fact, some of our ideas are also inspired by the original technology of Sanli Steel, and you are our teachers in this regard. ”

Xu Wenliang said sincerely. He is an old intellectual, and his discipline is incomparable to that of a young man like Feng Xiaochen. According to Feng Xiaochen's suggestion, Xu Wenliang should put up a stand in front of the people of Sanli Steel Factory, and wait for the other party to put down his body and beg for himself, so as to gain the initiative in negotiation. However, Xu Wenliang felt that his technology was immature, and he only had the upper hand by opportunism, which was too unruly in this situation and contrary to his conscience.

For Xu Wenliang's noble sentiments, Cui Yongfeng, Feng Xiaochen and others could only look up, and then reluctantly accept it.